In this episode of The Enablement Edge, Steve and Heather sit down with Jen Bullock, an expert in the field of enablement who has worked with industry giants like ADP, Motorola, TransUnion, and Forrester.

The topic today is the art of crafting a winning enablement structure. Jen highlights the critical roles needed for success and how to strike the perfect balance between strategic foresight and tactical execution, shedding light on the evolving concepts of program management, centers of excellence, and the rising trend of fractional enablement professionals.

Amidst rapid technological change, Jen stresses the importance of not forgetting the basic principle of connecting to the customer journey. And as it relates to hiring freezes, the trio discuss the need for enablement professionals to do away with simply onboarding and instead provide ongoing ‘everboarding’ for employees. They stress the importance of roles that might be overlooked such as technical enablers and even field coaches, exploring their future in the era of AI.

Packed with actionable advice and insightful discussions, whether you're a seasoned leader or just starting your journey in enablement, this episode is a must-listen for anyone eager to refine their enablement strategy.

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Guest Bio

Jennifer (Jen) Bullock is a seasoned professional in the fields of marketing and sales enablement, with a robust career spanning several leadership roles in notable organizations. She has cultivated a reputation for her strategic approach to aligning marketing and sales efforts with customer needs. Her work emphasizes the importance of creating sales efficiency through innovative platforms and metrics analysis, ensuring that sales teams have the necessary tools and knowledge to engage effectively with clients.

Most recently, Jen was a Principal Analyst specializing in Revenue Enablement Strategies at Forrester, one of the most influential research and advisory firms in the world. In this role, Bullock worked with senior executives to deliver actionable intelligence, transformative frameworks, and expert guidance. Bullock's work with Forrester built upon her rich background with organizations such as ADP & TransUnion.

Bullock's expertise also extends to implementing learning management systems that facilitate tailored learning paths for sales personnel. In addition to her corporate achievements, Jen Bullock is recognized for her contributions to the marketing landscape through innovative digital strategies that have driven substantial returns on investment. Her ability to integrate technology solutions into marketing efforts has positioned her as a leader in the industry, making significant strides in enhancing customer engagement across various sectors.

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Guest Quote

“You always hear the stat of: ‘Customers do 70, 80, 1000 percent of their own learning before they even engage with the salesperson.’

I don't think that that's a matter of they don't want to engage with the salesperson. What they want is an objective understanding of what need you're filling.

So the more that a salesperson is adapting and understanding what that customer is looking for, that makes the better salesperson.” – Jen Bullock

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Time Stamps

00:00 Episode Start

01:08 Today’s Topic

04:00 Welcome Jen

04:14 The most important thing enablers can do to ensure success

05:30 Be strategic, not reactionary

07:38 Why charters are so valuable

12:30 Comparing the different enablement models

15:40 The trend of fractional team members

20:35 Back to the basics

21:55 Training vs. Learning

25:45 How priorities have shifted for organizations

27:55 Which roles matter most

31:40 The future of the field coach

33:30 Who is an ideal enablement leader?

38:40 Showing off your skills online

40:35 On the Edge

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Links

Top of the West